So many times real estate transactions fall out after the physical inspection has been done.
Many buyers get scared off if the home is not in perfect condition.
It is VERY important that before the inspection you remind the buyers that it is the inspector's JOB to find things that are wrong with the house.
If he/she were to provide a golden report, it could be taken as him just "phoning" it in, so he/she NEEDS to find SOME things wrong with the house.
Also, I shouldn't even have to say this, but always be at the inspection! Not only is it important for you to provide your input and experience in similar situations, but it's what you're getting paid to do.
Also, remind your buyers that a house is made from ORGANIC materials. Wood, stucco, etc. it all is prone to weather elements and that is a normal thing.
We live in a world with rain, sun, snow, insects, etc. and its just the way it is. It's the homeowners job to do the best kind of maintenance on the home that they possibly can so that some of these normal elements don't get too far out of control.
Everybody has dry rot, everybody has to deal with termites, everybody's home gets rained on.
Bring your buyers into the realm of reality prior to the inspection appointment, and your closing ratio will probably increase.
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